Responsibilities:

• Lead regional partner recruitment activities aligned with local sales managers
• Develop and execute jointly agreed GTM and Business Plans with reseller partners, which include: enablement, training/education and development of joint offerings, certification, demand generation activities, etc.
• Develop and leverage executive partner relationships to grow revenue and mindshare
• Identify champions who will work with us to pilot programs, prove success, and incorporate positive findings into our joint GTM approach
• Understand the partner’s sales motion and drive success through accurate forecasting and visibility into opportunity development for our sales teams
• Facilitate the sales engagement with channel partners
• Plan and facilitate sales and technical enablement and training requirements enabling partners self sufficiency
• Contribution in three tier distribution strategy including onboarding and development
• Manage all Scality resources as they relate to supporting the partner mission

Qualifications:

• The ideal candidate will be able to demonstrate consistent channel management success, and will have the following knowledge and skills:
• 8-10 years successful experience in channel management sales, 3+ years experience in Enterprise storage channel management.
• Knowledge of the VAR and System Integrator (SI) storage and infrastructure channel in the Region
• Knowledge of the high-tech sales cycles
• Possess a network of connections in channel partners and SIs that will speed up channel partner recruitment.
• Possess a solid track record working with VARs and SIs
• Has a passion for supporting channel partners to provide the best solution to their customers
• Ability to balance day-to-day activities and deliver short/midterm results along with developing long term strategic relationships with partners
• Recent successful experience working in global, multi-cultural organizational settings; balancing and integrating a dynamic start-up culture with an awareness and sensitivity to local business;
• Has a track record of continuous improvement of personal technical and business skills; building an awareness of new markets, applications, and use cases.
• Experience in presenting and working with end user customers
• Up to 50% of travel is needed